Enterprise Account Executive - TOLA

Expel•Herndon, VA

29d•$150,000 - $160,000•Remote

About The Position

At Expel, we believe if we take care of our employees, they will take care of our customers, and the rest will work itself out. It’s as simple as that. We have built a great place to work where the culture is truly transparent, people love what they do, and work gets appreciated. Now we’re scaling a sales culture that is also transparent and customer-focused. A place where our customers rave about their sales team. Where they speak of trust, openness, respect, and integrity. We want our customers to not only love our product but feel good about how they are treated during every interaction with us. That’s where you come in. The relationships you have with current and previous customers matter! Your customers frequently introduce you to new people because of the way you work to help them solve real problems. This didn't happen overnight; it's something you've crafted for years and that experience shows. You ask questions to understand problems and you enjoy being a true partner to solve them. You’re thoughtful and calm. Your customers walk with you because they know you only sell products you believe in, products you stand behind, and products only for a problem you actually have. We know that no matter how good a product is, someone has to guide the sales process – and you excel at this. You haven’t sold just any enterprise product, you’ve sold information security products. It’s a market with sometimes confusing, overlapping messages and frequently unclear value propositions. Fear-selling nonsense is not how you do business; you show value. If this resonates with you, we'd love to hear from you. You're our kind of seller. What Expel can do for you We provide an opportunity to tackle real business security problems We connect you with companies who truly want to get better at information security and are eager to have conversations that matter and go beyond the sale of a service We offer you people and a company who want to deliver an outstanding solution, and to reach the right customers we need to be excellent at sales We'll give you experience in a startup environment with a team who truly cares about doing meaningful work We provide a simple compensation plan that pays you well for closing deals and includes a strong accelerator when you overachieve What you can do for Expel Act as a change agent and educator, you’re not just a salesperson Understand what Expel does and how it maps to your customer's business problems Introduce Expel to the customers who believe in you and tell them what we do. Find where we fit and bring them on board, so we can help them together. Engage with new prospective customers. Begin to build your personal relationship with them as you tell them about Expel. If Expel fits, change them from prospects to customers. Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, how can we be better, and ultimately, get to “yes” before “no” Seamlessly own the full sales cycle with a high degree of technical proficiency, familiarity with MEDDPIC is a plus

Requirements

A real passion for consultative, customer-focused sales based on transparency, honesty, and integrity
A deep understanding of information security -- technologies, products, and services; direct experience with managed security is even more helpful
Resiliency -- you have a keen sense of where you’re going and what you can accomplish here, setbacks or challenges don’t interfere with your momentum
Empathy for your clients and their challenges
An ability to talk to both business and technical buyers about what you’re selling - you don’t have to be an engineer, but you do need to understand what you sell
A Bachelor’s degree or a compelling story
5+ years of professional experience, with at least 3 in enterprise information security sales

Responsibilities

Act as a change agent and educator, you’re not just a salesperson
Understand what Expel does and how it maps to your customer's business problems
Introduce Expel to the customers who believe in you and tell them what we do. Find where we fit and bring them on board, so we can help them together.
Engage with new prospective customers. Begin to build your personal relationship with them as you tell them about Expel. If Expel fits, change them from prospects to customers.
Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, how can we be better, and ultimately, get to “yes” before “no”
Seamlessly own the full sales cycle with a high degree of technical proficiency, familiarity with MEDDPIC is a plus